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Relationship Marketing: Pursuing the Perfect Person‐to‐Person Relationship

J. Davis Illingworth (Group vice president and general manager of Lexus and an officer of Toyota Motor Sales, U.S.A., Inc.)

Journal of Services Marketing

ISSN: 0887-6045

Article publication date: 1 April 1991

Abstract

Uses a company study focusing on Lexus, a Toyota dealership, to examine the importance of person‐to‐person relationships in sales. Describes various features of the service strategy used by Lexus dealers. Concludes with figures demonstrating the success of the Lexus philosophy.

Keywords

Citation

Davis Illingworth, J. (1991), "Relationship Marketing: Pursuing the Perfect Person‐to‐Person Relationship", Journal of Services Marketing, Vol. 5 No. 4, pp. 49-52. https://doi.org/10.1108/08876049110035657

Publisher

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MCB UP Ltd

Copyright © 1991, MCB UP Limited